4 Essential Commitments to Move Your Sale Forward
It happens to us all…an important client meeting ends with "less than desired" results. With a little planning and a partnering process for the conversation you'll have with your prospect or client, you can replace that sinking feeling with the knowledge that you've advanced the deal in the sales cycle, or discovered where more work is needed to get past an obstacle.
Arlene Johnson, Miller Heiman sales consultant, shares her experience and offers her advice on how you can, with each conversation, reduce your sales cycles and grow your relationships by getting "buyer buy-in".
Why Buyer Commitment?
The only sound, long-term business relationships are those in which both parties are mutually committed. That's why every sales call must conclude with a specific commitment or agreement by the customer to take action. That commitment lets you, the sales professional, know that you aren't selling alone but working with the customer.
The Four Client Agreements
Planning and using the Four Client Agreements will help you gain the critical information to build customer-focused recommendations, move the sales cycle forward and distinguish you from the competition as a valuable solutions provider! Read the full tip and learn how to ask for these Four Client Agreements on your next call. Try them and you'll shorten the sales cycle and move your deals to closing!
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